by Scott Dunkel | Sep 10, 2015 | Sales Skills
You have qualified your prospect and placed him on your sales forecast. Your sales manager asks you why you feel strongly that your deal will close this month and you go through the logical reasons you have forecasted the transaction. Most likely they include...
by Scott Dunkel | Aug 11, 2015 | Sales Skills
Senior management never buys this product Corporate policy prohibits this The executive suite makes those calls These decisions come from above It’s always been done this way That’s just the way it is here The man upstairs calls the shots When you hear one of...
by Scott Dunkel | Jul 16, 2015 | Sales Skills
I recently had a brief conversation with a friend while playing golf in the twilight league at our club. Dave is a 10-year veteran sales exec at Cisco. He briefly mentioned that he is being asked by senior management to do “more” than he had to do when he first joined...
by Scott Dunkel | Jun 10, 2015 | Sales Skills
My wife Jackie and I recently had dinner with friends in Florida, where we both winter. We met Ray and Donna several years ago during “happy hour” at an RV dealership called “Lazy Days. Jackie and I have been motor-homing for about 10 years now. We have met...
by Scott Dunkel | May 13, 2015 | Sales Skills
As we mature in business we sometimes forget that basics and fundamentals are the most important ingredients for long-term success. As we become a so-called “expert” in our field, we tend to look towards the finer details that separate us from the multitude of others...
